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IBM Client Solutions Executive (CSE) - Cloud Application Services in San Jose, California


At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.

Your Role and Responsibilities

The Client Solutions Executive (CSE) is responsible for closing large, complex, multi-year services agreements with Fortune 500 clients with headquarters in the United States. The CSE position requires experience in selling cloud and application services . The CSE will develop and lead the execution of effective sales strategies to convince the clients of the business value of IBM's proposal while providing clear differentiation over the competitors. This includes establishing strong working relationships with c-suite executives and their direct reporting management team.

Job responsibilities include:

  • Establish overall sales strategy needed to gain client commitment to execute long term services agreements covering IBM Cloud and Application Services

  • Develop solution / pricing strategy needed to meet client requirements, provide business value, and differentiate IBM from its competitors

  • Lead deal teams consisting of pricing, technical experts, legal staff, and negotiations experts

  • Work with IBM executive team to establish and execute an effective coverage strategy

  • Lead negotiations with clients with the support of contract / legal team

Required Technical and Professional Expertise

  • At least 7 years experience selling long term engagements (cloud and application services) ranging from $10M- $50M Total Contract Value

  • Leadership - ability to develop sales strategies and provide guidance to engagement teams to meet aggressive timelines

  • Sales: ability to work effectively with c-suite executive across business and finance disciplines, ability to develop effective value positions that align with client requirements and business strategies

  • Teaming: ability to work with large teams from multiple disciplines in an effort to integrate IBM offerings and provide the greatest value in our proposals

Preferred Technical and Professional Expertise

  • 10+ years selling long term cloud and application services engagements

  • Previous experience selling Cloud Services and working within multiple industries

About Business Unit

IBM Services is a team of business, strategy and technology consultants that design, build, and run foundational systems and services that is the backbone of the world's economy. IBM Services partners with the world's leading companies in over 170 countries to build smarter businesses by reimagining and reinventing through technology, with its outcome-focused methodologies, industry-leading portfolio and world class research and operations expertise leading to results-driven innovation and enduring excellence.

Your Life @ IBM

What matters to you when you’re looking for your next career challenge?

Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.

Impact. Inclusion. Infinite Experiences. Do your best work ever.

About IBM

IBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.

Location Statement

For additional information about location requirements, please discuss with the recruiter following submission of your application.

Being You @ IBM

IBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.